Archive for July, 2007
Cold Calling Tip: If Your Results are Stress & Failure
Tuesday, July 31st, 2007Frequently I wish sales professionals could see themselves through my eyes. I see you as part of an amazingly talented group of professionals. My job as a lead new business development coach is to remove what gets in the way of your success so that you can soar to new heights of success using the [...]
Cold Calling Techniques: Distill Message to Bare Essentials
Monday, July 30th, 2007So many sales professionals think they have to know all about the businesses of their prospects before they venture to make even one cold call. This approach to cold calling puts a tremendous amount of responsibility on you to know a lot about many different business arenas. This kind of self-induced pressure consumes a lot [...]
Cold Calling Tip: Know Where You Are & Where You Want to Go
Friday, July 27th, 2007If you are in need of a good laugh read greeting cards. If you are in need of a new perspective on the ruts you get stuck in when cold calling, do the same.
There is a friend-to-friend greeting card that says, “Where ever you go, there you are.”
Another one has a picture of a guy [...]
Cold Calling Tips that Give Power to Scripts
Thursday, July 26th, 2007Using the same old cold calling script, that predictably yields low to no results is just wrong.
Why do we stick with a script that has a low to no payoff?
I think there is a payoff of sorts. The payoff is predictability and the feeling that we are doing something. And doing something is better than [...]
Why "More" Cold Calling Tips Usually Don’t Work
Wednesday, July 25th, 2007With some bazillion “sales secrets” flying at us from equally as many sources we sellers start to wonder, “what’s wrong with me that these cold calling tips aren’t delivering big time results?”
One group of sales professionals has grabbed hold of the phrase, “Is this a bad time?” They open every cold call with that sentence [...]
Cold Calling Therapy
Wednesday, July 18th, 2007One of my favorite authors, a man whose words have had tremendous impact on my life, is David Allen, productivity guru.
In David’s book “Ready for Anything” he says, “Sometimes the biggest gain in productive energy will come from cleaning the cobwebs, dealing with old business, and clearing the decks–cutting loose debris that’s impeding forward motion.”
David’s [...]